Major Account Manager - ANZ

Flexera saves customers billions of dollars in wasted technology spend. A pioneer in Hybrid ITAM and FinOps, Flexera provides award-winning, data-oriented SaaS solutions for technology value optimization (TVO), enabling IT, finance, procurement and cloud teams to gain deep insights into cost optimization, compliance and risks for each business service. Flexera One solutions are built on a set of definitive customer, supplier and industry data, powered by our Technology Intelligence Platform, that enables organizations to visualize their Enterprise Technology Blueprint™ in hybrid environments—from on-premises to SaaS to containers to cloud.

We’re transforming the software industry.  We’re Flexera.  With more than 50,000 customers across the world, we’re achieving that goal. But we know we can’t do any of that without our team.  Ready to help us re-imagine the industry during a time of substantial growth and ambitious plans?  Come and see why we’re consistently recognized by Gartner, Forrester and IDC as a category leader in the marketplace. Learn more at flexera.com

The Product

Flexera One simplifies your hybrid IT by providing a comprehensive view of your technology landscape, from on-premises to SaaS to the cloud. Our solutions can optimize your technology investments, reduce costs, and mitigate risks, ultimately freeing up resources for innovation. We also offer insights into software, SaaS, and cloud-product usage to facilitate vendor negotiations and renewals with companies like Microsoft and Oracle. By incorporating hybrid ITAM and FinOps disciplines, you can strategize to lower costs with service providers such as AWS, Google, Salesforce, Workday, and ServiceNow.

The Role

The Major Account Manager will sell the Flexera One platform to a list of named accounts throughout the ANZ region. You will be responsible for meeting and exceeding annual quota through execution of sales strategies, utilization of innovative business development techniques and accurate forecasting.

Responsibilities:

• Prospect across a broad range of accounts to build high-quality pipeline

• You will develop and run a sales strategy with a target account list

• You will be responsible for building and developing account relationships through personalized contact, understanding of the customer's needs, and ability to effectively communicate the value of Flexera’s solutions

• Lead sales campaigns and motions that build customer value and enable multi-year, multi-solution transactions

• Accurately forecast opportunities based upon realistic assessments and consistently deliver against that forecast

• Negotiation of pricing and contractual agreements to close the sale

• Work with channel and alliance partners on joint opportunities

• Development and maintenance of relationships in named accounts where applicable

Qualifications & Experience:

• Experience in selling Software solutions (Cloud, cloud cost, cloud management, ITSM, ITAM/SAM, data, security, risk management software, application resource management)

• Experience utilizing a defined Sales Methodology (re: MEDDPICC, MEDDIC, Challenger, etc.) for business needs/business pain understanding

• Successful in finding and uncovering opportunities with net new and existing accounts, via creative prospecting tactics and hunting activities

• Full ownership of the end-to-end sales process (this is not an overlay role)

• Strong reputation for exceeding sales quota

• Consultative sales experience targeting relevant companies/businesses to drive cost savings and efficiencies throughout their IT organization

• Highly motivated and professional, with excellent verbal communication, presentation, and social skills

• Bachelor’s degree preferred or equivalent experience

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